Customer Relationships

Roger Cartwright

• 26 februari 2003
• 9781841124520

Samenvatting:

The sales function is the front--line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well--versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal.

• Fast-track route to understanding the relationship between organizations and the customer chain that contains both internal and external customers
• Covers key topics such as loyalty and customer retention. Also explores how to move beyond customer satisfaction to customer delight
• Case studies of Amazon.com, Kalmbach Publishing (US), Boeing (US), Saga (UK), Chowking Food Corporation (the Philippines)
• Includes a comprehensive resource guide, key concepts and thinkers, a 10-step action plan, and a section of FAQs

The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.